Description
Create an Army of Advocates for You and Your Business Word-of-mouth, person-to-person connections matter more to your success than all the hard-sell strategies in the world. This ingenious self-marketing guide by America’s #1 “Referral Guru” reveals surefire secrets that will help you to identify, and successfully meet, hundreds of high-quality referrals. Without spending a dime, you can shorten your sales cycle, increase your profits, and expand your network of friends and contacts–by giving them something to talk about. You will discover The 7 Deadly Referral Mistakes and How to Avoid Them 12 Ways to Get Great Prospects Calling You 10 Social Prospecting Ideas That Generate Referrals 6 Tactics for Stronger Introductions PLUS the 4-Point VIPS MethodTM for Asking for Referrals Whether you’re a small business owner, self-employed worker, or company salesperson, referrals are the most inexpensive and effective way to drum up business. With Cates’ techniques, you can establish a real name for yourself by making more connections, and more money, than you ever thought possible. “I dare you to read this book and not come away with a dozen or more ideas you can put to use immediately.” -Gerhard Gschwandtner, publisher, Selling Power magazine McGraw-Hill authors represent the leading experts in their fields and are dedicated to improving the lives, careers, and interests of readers worldwide Part I: Prepare Yourself for Referral Success Chapter 1: 7 Deadly Referral Mistakes – Are You Making Them? Chapter 2: What’s in it for you? Chapter 3: Become a Student of the Referral Game Part II: Tactics & Strategies to Get More Referrals Chapter 4: Get Great Prospects Calling You Chapter 5: Tap into the Power of Social Prospecting Chapter 6: Plant Referral Seeds Now-Reap Referrals Later Chapter 7: Leverage Your Value by Asking for Referrals Chapter 8: Get Introduced and Show Your Appreciation Chapter 9: Create Your Networking Sales Force Chapter 10: This Book is Worthless, Unless…
